Attending the recent "Winning Is Everything" conference presented by The Advisory Board, I got the distinct impression that the dynamics have changed with regard to what it takes to be a successful accounting firm.

Firms can no longer be successful by just having a couple of rainmakers who bring in business based on cultivating one-to-one relationships. Now, among the keys to success are strategic planning, the need for team players, accountability, initiative, and the screening out of individuals who undermine the firm culture. There also is increased training and attention to the development of staff to promote retention, reliance on technology, a focus on marketing, and increased client selectivity. 

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